Head of Sales Excellence & Methodology

The role

You will own the substance of sales enablement by defining the sales methodology and leading the organization through adoption. You will set direction, build and lead a team, and develop content and frameworks to change seller behavior and results.

What you will do

• Define, document, and evolve Anthropic's sales methodology and process standards
• Design and run the rollout and reinforcement of methodology changes
• Equip frontline managers to coach to the methodology
• Sequence and deliver complex, multi-audience programs that scale globally
• Develop content, frameworks, and standards together with sellers and sales leaders
• Define leading and lagging indicators to show methodology impact
• Partner with Sales Leadership, Revenue Operations, Product, and Marketing
• Apply Claude and internal tooling to personalize coaching and reinforcement

Required qualifications

• Practitioner-level expertise in sales methodology and sales process design
• Led a methodology or sales process change across a sales organization
• Run enablement or sales excellence programs spanning multiple geographies, segments, industries, or roles
• Worked directly with senior sales leaders and frontline managers to secure sponsorship for change
• Built programs with sellers and sales leaders by testing them on live deals
• Defined and tracked adoption and impact measures
• Communicate clearly, in writing and in conversation, with executive audiences
• Bachelor’s degree or an equivalent combination of education, training, and/or experience
• A field relevant to the role as demonstrated through coursework, training, or professional experience

Nice to have

• Experience building and leading a team of senior enablement or sales excellence professionals
• A clear, experience-based view of where common sales methodologies break down in practice
• Prior experience carrying a quota or leading a sales team
• Experience at an AI company or an enterprise technology company during a period of rapid sales team scaling
• Hands-on experience using Claude or similar AI tools to automate or personalize coaching and reinforcement
• Experience selling, or enabling the sale of, complex technical products to both technical and business buyers

Benefits

• Competitive compensation and benefits
• Optional equity donation matching
• Generous vacation and parental leave
• Flexible working hours
• Lovely office space

Before you apply

• We do sponsor visas!

About the company

Anthropic is a public benefit corporation headquartered in San Francisco. The mission is to create reliable, interpretable, and steerable AI systems.